In the process to attract new customers, produce a marketing leads and nurture leads into new closed business, B2B companies can be unsuccessful to exert the appropriate spotlight, time and attempt on existing customers. But similar to all associations, customers deserve constant growth and cultivation.

It’s a renowned truth that it’s much less costly to maintain an existing customer than it is to build a new customer. And for numerous organization—particularly services that sell to other businesses—existing customers characterise a considerable segment of their overall income AND prospect pipeline. In fact, several B2B companies are increasingly taking a tough glance at their Customer Lifetime Value and Customer Acquisition Cost metrics and...